Customer Centric Selling

SEPTEMBER 13, 2015

Tweet #2: @jillrowley “When you are in Sales, your job is not to sell. Since 2002 when we launched CCS®, we have been teaching salespeople and sales organizations how to most effectively manage conversations with educated buyers and instead of ‘selling,’ rather empowering people to buy. Your job is to help the buyer buy.”.

Hubspot 40

Hubspot Conference Twitter Social Selling 40

Customer Centric Selling

FEBRUARY 17, 2016

When creating CustomerCentric Selling®, we created a list of thirteen (13) core concepts that serve as cornerstones to our sales process. Back in 2002 we suggested attendees to many tradeshows were “tire kickers” and would be poor entry points to start buying cycles for complex and expensive offerings.

Buying Cycle 40

Buying Cycle How To Vendor Inbound 40

Customer Centric Selling

APRIL 29, 2015

Sales Tips: No Goal? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When launching CustomerCentric Selling® in 2002 the first core concept of our process was: No goal means no prospect. No Prospect. LAST CHANCE: Public workshop in Boston is NEXT WEEK!

Prospecting 40

Prospecting Inbound Lead Rank Lead Scoring 40

Pipeliner

JANUARY 10, 2018

In the 2002 movie Minority Report , there was a scene that blew me away. Sales message dynamics. Value messages need to follow a process that changes and meanders with the customer’s buying journey. What’s the best way to begin the process of communicating value messages that will ensure that the right people sit up and listen?

Influencer 56

Influencer Customer Advertising Advertising 56

Customer Centric Selling

JULY 20, 2016

Since we created CustomerCentric Selling® in 2002, we have said the primary difference between superior sellers (A Players) and the rest (B and C Players) is patience. This was an early death spiral for most buying cycles.

Buyer 40

Buyer Buying Cycle Education Sales 40

Customer Centric Selling

MAY 13, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Since launching CustomerCentric Selling® in 2002, we’ve tried to have vendors take buyer perspectives. Seats are filling FAST in the July 21 Sales Process Management™ Workshop in D.C. Save yours now!

Vendor 40

Vendor B2C Buyer Buying Cycle 40

SBI

SEPTEMBER 4, 2012

Mike contends that because many of today’s sales reps began their career during times of economic prosperity. During the whole of the ‘90s and between 2002-2007 most sales organizations benefited from high demand for their products and services. They simply never had to learn how. Salespeople could get away with being reactive.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

Zoominfo

JUNE 24, 2019

Today John Holland, Chief Content Officer of CustomerCentric Selling, helps us cover the other side of the coin—artificial intelligence within the sales process. The Problem with B2B Artificial Intelligence and Sales. Only a mere 13% of the modern sales force consists of ‘A Players’ – or reps who consistently exceed quota.

Forecasting 272

Forecasting B2B CRM Quota 272

LeadFuze

JANUARY 1, 2022

The Winning by Design Blueprint Series provides a step-by-step go to market plan for every part of the sales process, including developing a go to market strategy. SkyStream had to diversify its business when the “bubble” burst in 2002. How to Make a Go To Market Strategy With Our Proven Template. Outbound-centric.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. By 2002-2003, people were continually asking if I had a book. The economy was booming, and my colleagues encouraged me to go out on my own. Why would I want that?

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Zoominfo

JUNE 24, 2019

Today John Holland, Chief Content Officer of CustomerCentric Selling, helps us cover the other side of the coin—artificial intelligence within the sales process. The Problem with B2B Artificial Intelligence and Sales Only a mere 13% of the modern sales force consists of ‘A Players’ – or reps who consistently exceed quota.

Forecasting 100

Forecasting CRM Quota B2B 100

SBI Growth

AUGUST 28, 2012

If your next sales leader candidate has 15 years of software sales experience, does it really matter if he was able to sell an on premise enterprise system to a customer in 2002? For example, companies are using antiquated approaches like Solutions Selling rather than focusing on buyer-centric sales processes.

Hiring 267

Hiring Buyer Persona Solutions Selling Buyer 267

The ROI Guy

MAY 4, 2006

in 2006, with annual growth in software sales leading the way at 7.0%. Annual growth in hardware sales and services are less, but still healthy at 6.0%. Compared to 2002 where growth was a dismal -31% for system vendors and -18% for service providers, these are happy days. billion in 2006, up 8% from 2005.

Marketing 40

Marketing Vendor ROI Survey 40

PandaDoc

MAY 25, 2021

This is exactly what Mike Cannon-Brookes has done since starting his company in 2002. Category: Sales Processes and Document Automation. Most DMS solutions focus on a single aspect of the process. Rather they could …build a way to cooperate with them and get the best of both worlds. Location: San Francisco, CA.

Enterprise 52

Enterprise Enterprise Software Software 52

PandaDoc

MAY 25, 2021

This is exactly what Mike Cannon-Brookes has done since starting his company in 2002. Category: Sales Processes and Document Automation. Most DMS solutions focus on a single aspect of the process. Rather they could …build a way to cooperate with them and get the best of both worlds. Location: San Francisco, CA.

Enterprise 52

Enterprise Enterprise Software Software 52

LeadFuze

AUGUST 5, 2021

Called a brilliant sales tactician Tibor shows organizations and sales professionals how to leverage their sales process to shorten sales cycles, increase close ratios, and create double digit growth through execution and using the right combination strategy, tools, metrics, tactical execution of the sales process.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Ideal Customer Profile 98